Every day I receive emails from folks without email signatures nor following accepted email etiquette. Look here for a post I wrote some time ago on the "rules of the email road"
That said, one of the biggest mistakes I see is not having a proper and complete email signature.
See below for a sample of one that meets CAN-SPAM and provides all your prospects and others the information they need to contact you.
This is especially true if you have an AOL, juno or yahoo acct which does not display your name in the "from" line of most email programs.
Reg Gupton, MBA
Coach, consultant, trainer
Creative Growth Seminars
1900 13th Suite 302
Boulder, CO 80302
Take a look at my Blog everyday for proven success tips. It is located at http://regs-successtips.blogspot.com/
"Through my coaching with Reg, I've learned and implemented skills and practices which have helped me work smarter and grow my business dramatically in a very short time."
A satisfied coaching client in North Carolina.
Here are her numbers:
year 1-$2.1 million, (earnings = $52,500)
year 2-$5.0 million, (earnings = $125,000)
year 3-$9.0 million, (earnings = $190,000)
When you are ready for these results, call so we can accomplish the same for you.
www.growthseminars.com
800.418.0401 toll free
303.544.0340 office
303.544.0358 fax
Monday, March 19, 2007
Reg Gupton's Top 10 direct mail campaign tips
An important element of most profitable marketing systems can be direct mail. In many businesses, it has the highest return on investment (ROI) of all the marketing dollars spent. If you have repeat purchases, direct mail is a powerful way to reach existing (and new) customers.
2. Decide the frequency of your campaign
3. Select your offer
4. Select a card vendor.
Visit them at www.expresscopy.com/partner/reg_gupton. Learn what they do. Can you imagine about $45.00 per 100 cards, printed, addressed, postage and mailing? You will be pleased, especially if you can export your address file. Most software programs make that very, very easy these days.
5. Learn what your competition is doing with direct mail
6. Make it abundantly clear how you want people to respond.
If your target audience is spread about the country, make sure that you have a toll free number and e mail. Your response rate will increase dramatically. These days they are surprisingly inexpensive.
7. Decide how you will measure success
8. Don't quit
9. Realize that you only have a few seconds with the mind of the reader
10. Test you offer on a small segment of your list.
To your continued success,
1. Select a narrow target audience.
Hopefully your electronic database is segmented so that you can send a card to just a part of the entire list.
I receive cards (and more expensive direct mail pieces) that make absolutely no sense to or for me.
The other day I received a very expensive four color, glossy 11X17 piece for spreaders and sprayers. I live in a condo and would not ever need a product like this. No lawn to take care of. No wonder the rate of return on cold, one time direct mail is low and dropping. Target, target and target again.
The other day I received a very expensive four color, glossy 11X17 piece for spreaders and sprayers. I live in a condo and would not ever need a product like this. No lawn to take care of. No wonder the rate of return on cold, one time direct mail is low and dropping. Target, target and target again.
2. Decide the frequency of your campaign
Be aware that research tells us that we need to send about 12-18 messages to a specific target audience before they even notice you. Make sure that you can keep up the campaign without any sales for months and months.
Remember, send to the same target audience. Don't skip around.
Remember, send to the same target audience. Don't skip around.
Results that you receive in the first few months are low hanging fruit. Almost any contact with these individuals would have generated a sale. The real power comes after many, many contacts. The momentum builds and builds over time.
3. Select your offer
Your offer should be targeted to your audience and no one else. You can however, achieve top of mind awareness (TOMA) with cards. When your product or service comes to mind, you are the first or second person they think of. That is a great spot to be in.
4. Select a card vendor.
I have been totally satisfied with the prices and services of Expresscopy. As have a large number of my coaching and consulting clients.
Visit them at www.expresscopy.com/partner/reg_gupton. Learn what they do. Can you imagine about $45.00 per 100 cards, printed, addressed, postage and mailing? You will be pleased, especially if you can export your address file. Most software programs make that very, very easy these days.
5. Learn what your competition is doing with direct mail
Find out what your competition is doing with direct mail. Nothing I bet. Visit their web site or store and sign up for their newsletter, or catalog. Understanding the offers of the competition will put you at a distinct advantage.
6. Make it abundantly clear how you want people to respond.
Call, e-mail, fax or bring the card by your place of business to redeem, order the free report. Don't make it confusing.
If your target audience is spread about the country, make sure that you have a toll free number and e mail. Your response rate will increase dramatically. These days they are surprisingly inexpensive.
7. Decide how you will measure success
What are you after? Sales, entry in a drawing, or order a catalog? Just make sure that you and the recipient are clear on what is expected and you measure the responses you receive.
8. Don't quit
One of the actions that I see most often with direct mail is quitting after one or two mail pieces. Realize that embarking on a new direct mail marketing campaign is extremely painful in the beginning. This is true especially if you have not done this kind of marketing before. Plan your campaign. Plan for a year in advance. Get the schedule on your calendar. And follow it.
9. Realize that you only have a few seconds with the mind of the reader
Your offer or request should be plainly visible and clear to the reader. It is important to understand that you only have 4-8 seconds with their brain. They will decide if what you have to say is what they want to hear. Today. Next month your offer might be in alignment with their need. It was not last month and it is now.
10. Test you offer on a small segment of your list.
If your list is large, test the offer on a part of it. If the ROI is not what you need, re-think your plan, graphic, and offer. You should see sales (if that is your goal) that makes direct mail a profit center for you. Don't lose money on your direct mail marketing.
Reg Gupton, MBA
www.growthseminars.com
There is a proven, cost effective recipe for success
A few weeks back a client of mine sent his source of business numbers to me for 2006. He is very detailed and keeps great track of his business. He knows his numbers like all top producers who I know. This is a hint for you.
Well, here is the skinny. He has been using a direct mail plan advocated in The Millionaire Real Estate Agent. Click on this link to purchase your very own copy of this best-selling book.
He had been sending a direct mail program described on page 147.
Here are his numbers. He mailed 876 people over 24 times last year. He completed 45 transactions or 5.2 /100 people in his database who he mailed over the past year.
My personal number when I was still selling was 4.7/100. Another client achieved just under 7/100 mailed consistently.
What is the message to you. Pick a target audience, touch (mail, phone or email) them consistently and you can cook up a successful business.
What are you numbers? I would like to know. I will post them if you send them.
To your continued success.
Reg Gupton
www.growthseminars.com
Well, here is the skinny. He has been using a direct mail plan advocated in The Millionaire Real Estate Agent. Click on this link to purchase your very own copy of this best-selling book.
He had been sending a direct mail program described on page 147.
Here are his numbers. He mailed 876 people over 24 times last year. He completed 45 transactions or 5.2 /100 people in his database who he mailed over the past year.
My personal number when I was still selling was 4.7/100. Another client achieved just under 7/100 mailed consistently.
What is the message to you. Pick a target audience, touch (mail, phone or email) them consistently and you can cook up a successful business.
What are you numbers? I would like to know. I will post them if you send them.
To your continued success.
Reg Gupton
www.growthseminars.com
Shuffle that deck of cards
Yesterday was a beautiful spring day here in Boulder CO. I went for a solo hike on some of the almost 100,000 acres of public open space near my home
While walking, I decided to recite my affirmations as I have a challenge doing this while sitting or most other activities. My attention span is too short. How about yours?
Some time back I decide to see if the following idea would work. And it does. It works beautifully.
I wrote out my affirmations on the back some old business cards. This weekend, I took them with me. As I walked along on the trail while sweating and breathing hard, I repeated each affirmation until I reached a landmark such as a tree or boulder. Having the cards with me, gives me the focus I need and beautiful scenery to boot.
I have to tell you that it works great.
Try this tip to combine exercise (which we all need) and spaced repetition of your affirmations. This weekend sealed it for me. This is the way for me.
Let me know how you repeat your affirmations. I will then pass your suggestions on too.
To your continued success,
Reg Gupton
www.growthseminars.com
While walking, I decided to recite my affirmations as I have a challenge doing this while sitting or most other activities. My attention span is too short. How about yours?
Some time back I decide to see if the following idea would work. And it does. It works beautifully.
I wrote out my affirmations on the back some old business cards. This weekend, I took them with me. As I walked along on the trail while sweating and breathing hard, I repeated each affirmation until I reached a landmark such as a tree or boulder. Having the cards with me, gives me the focus I need and beautiful scenery to boot.
I have to tell you that it works great.
Try this tip to combine exercise (which we all need) and spaced repetition of your affirmations. This weekend sealed it for me. This is the way for me.
Let me know how you repeat your affirmations. I will then pass your suggestions on too.
To your continued success,
Reg Gupton
www.growthseminars.com
Thursday, March 15, 2007
Reg Gupton posts a guest book review of What to say when you talk to yourself
What To Say When You Talk To Your Self
by Shad Helmstetter, Ph.D.
This book presents a fundamental understanding of how the mind is programmed, and it was a real eye opener for me. I especially liked Helmstetter's analogy of the mind as it operates much like a computer. The computer receives input, and the mind receives input. The computer does not care what the information is about; the computer simply accepts it, or deletes it if the save command is not given. The mind can choose the information that is good or not good; the mind can accept the information, or delete it. Helmstetter writes, "I choose my thoughts. No thought, at any time, can dwell in my mind without my permission." It makes a lot of sense.
My thoughts are under my control. I can re-program the information in my mind. I can delete limiting beliefs. Marcus Aurelius said, "Our life is what our thoughts make it." Shad Helmstetter tells us how to do it in "What To Say When You Talk To Yourself."
John Newby - REALTOR®
Click here for your own personal copy of What to Say When You Talk to Yourself, by Shad Helmstetter. Ph.D.
Reg Gupton
by Shad Helmstetter, Ph.D.
This book presents a fundamental understanding of how the mind is programmed, and it was a real eye opener for me. I especially liked Helmstetter's analogy of the mind as it operates much like a computer. The computer receives input, and the mind receives input. The computer does not care what the information is about; the computer simply accepts it, or deletes it if the save command is not given. The mind can choose the information that is good or not good; the mind can accept the information, or delete it. Helmstetter writes, "I choose my thoughts. No thought, at any time, can dwell in my mind without my permission." It makes a lot of sense.
My thoughts are under my control. I can re-program the information in my mind. I can delete limiting beliefs. Marcus Aurelius said, "Our life is what our thoughts make it." Shad Helmstetter tells us how to do it in "What To Say When You Talk To Yourself."
John Newby - REALTOR®
Click here for your own personal copy of What to Say When You Talk to Yourself, by Shad Helmstetter. Ph.D.
Reg Gupton
Your most powerful word
Today during a coaching session a discussion took place about keeping your prospect pipeline full and what attitude was required.
Sometime back, I wrote a post about hatching your leads like eggs. I encouraged you not to do it.
My client wrote after the call: “Next” is a powerful word. That really shifted my thinking to fill the pipeline and move on to the next prospect. “You don’t have to sit on the egg. Go on about your business.”
You get a lead. They are set-up on some type of systematic contact. They will call you when they are ready to move forward. You continue to get new leads.
Continue working for that next prospect. Make that next call, set that next coffee appointment or attend that next networking event. You can not make a person purchase before they are ready. And if you do. they will do everything in their power to get out of the transaction if it is not right for them, NOW. Move on to find that next ready will and able purchaser.
To your continued success,
Reg Gupton
www.growthseminars.com
Sometime back, I wrote a post about hatching your leads like eggs. I encouraged you not to do it.
My client wrote after the call: “Next” is a powerful word. That really shifted my thinking to fill the pipeline and move on to the next prospect. “You don’t have to sit on the egg. Go on about your business.”
You get a lead. They are set-up on some type of systematic contact. They will call you when they are ready to move forward. You continue to get new leads.
Continue working for that next prospect. Make that next call, set that next coffee appointment or attend that next networking event. You can not make a person purchase before they are ready. And if you do. they will do everything in their power to get out of the transaction if it is not right for them, NOW. Move on to find that next ready will and able purchaser.
To your continued success,
Reg Gupton
www.growthseminars.com
Friday, March 09, 2007
Reg Gupton took his own advice
A while back, I wrote a post talking about attending an automobile university.
Recently I have been frustrated about the stack of books/CDs that are not getting covered. Learning is a repeating theme in my life. I gathered all the audio CDs thaat are fully or partially not listened to. It was embarrassing. Too many. Too many
After writing about this powerful concept, I decided to take my own advice and ramp up the time I spend in my car listening to audio CDs. In the last several days, I have gone thru over a dozen CDs that I wanted to listen to.
The only problem is that every once in a while I have to pull over or make hurried notes at a light to capture the ideas presented. I am rushing thru the material and feel much better.
Try it and let me know how you do.
To your continued success,
Reg Gupton
www.growthseminars.com
Recently I have been frustrated about the stack of books/CDs that are not getting covered. Learning is a repeating theme in my life. I gathered all the audio CDs thaat are fully or partially not listened to. It was embarrassing. Too many. Too many
After writing about this powerful concept, I decided to take my own advice and ramp up the time I spend in my car listening to audio CDs. In the last several days, I have gone thru over a dozen CDs that I wanted to listen to.
The only problem is that every once in a while I have to pull over or make hurried notes at a light to capture the ideas presented. I am rushing thru the material and feel much better.
Try it and let me know how you do.
To your continued success,
Reg Gupton
www.growthseminars.com
Monday, March 05, 2007
Another perspective
No B.S. Time Management for Entrepreneurs
by Dan Kennedy
I have noticed over my real estate career that most agents have a life change when they receive their license.
The change is that they lose control of their time. They give away control of this most important asset to others.
Hear me. Your time does not belong others. The successful agents that I have studied and work with are very aware of how they spend their time. It is critical to their success.
It is yours. Take control of it now.
The best book I have ever read on time management is:
No B.S. Time Management for Entrepreneurs (No B.S. Series), by Dan Kennedy
You can order it by clicking on the link above.
To your continued success,
Reg Gupton
www.growthseminars.com
by Dan Kennedy
I have noticed over my real estate career that most agents have a life change when they receive their license.
The change is that they lose control of their time. They give away control of this most important asset to others.
Hear me. Your time does not belong others. The successful agents that I have studied and work with are very aware of how they spend their time. It is critical to their success.
It is yours. Take control of it now.
The best book I have ever read on time management is:
No B.S. Time Management for Entrepreneurs (No B.S. Series), by Dan Kennedy
You can order it by clicking on the link above.
To your continued success,
Reg Gupton
www.growthseminars.com
This perspective will help
One of the continuing questions from my coaching clients no matter how successful or how long in their business is "When will I get caught up?"
The answer is never. Successful motivated people are never caught up. They live in a state of managed chaos. If you are caught up you are dead.
So get used to it. It is OK. Just remember the difference between urgent and important. More on that later.
To your continued success,
Reg Gupton
www.growthseminars.com
The answer is never. Successful motivated people are never caught up. They live in a state of managed chaos. If you are caught up you are dead.
So get used to it. It is OK. Just remember the difference between urgent and important. More on that later.
To your continued success,
Reg Gupton
www.growthseminars.com
A new feature, Ask Reg
The other day, a client asked me a question by email between coaching sessions which I was happy to answer. She asked me if people were asking me questions from my blog.
The answer so far is no.
Feel free to ask me any question that you have about your business. Marketing, business planning and databases for starters. I will post your question and my answer on this blog.
Look to the left of this post and click on "view profile." To the left on that screen there is a link to send me email. Click there to enter your question.
I would be excited to hear from you and answer your questions.
To your continued success,
Reg Gupton
www.growthseminars.com
The answer so far is no.
Feel free to ask me any question that you have about your business. Marketing, business planning and databases for starters. I will post your question and my answer on this blog.
Look to the left of this post and click on "view profile." To the left on that screen there is a link to send me email. Click there to enter your question.
I would be excited to hear from you and answer your questions.
To your continued success,
Reg Gupton
www.growthseminars.com
An easy way to grow your database
Looking for an easy way to grow your database? And you should use every way possible to grow it as it translates directly to money for you.
If you are in real estate, put the other party in your database, like Top Producer 7i. If you represent the buyer add the seller. If you represent the seller add the buyer.
I did this for years and only had one individual (not the buyer/seller) call me. It was the agent on the other side asking me to remove their party which I gladly did.
Most agents do not stay in touch with their party after the deal is done. Just ask your friends. Their agent if they did not use you mostly likely never hear from their agent again.
To growing your database.
Reg Gupton
www.growthseminars.com
If you are in real estate, put the other party in your database, like Top Producer 7i. If you represent the buyer add the seller. If you represent the seller add the buyer.
I did this for years and only had one individual (not the buyer/seller) call me. It was the agent on the other side asking me to remove their party which I gladly did.
Most agents do not stay in touch with their party after the deal is done. Just ask your friends. Their agent if they did not use you mostly likely never hear from their agent again.
To growing your database.
Reg Gupton
www.growthseminars.com
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